Neuro-sell how neuroscience can power your sales success
Anyone involved in sales faces huge challenges these days, from fierce global competition, pressure on margins, difficulties of getting time with prospective buyers and the power of internet-savvy buyers. To succeed in sales, you need something more than the traditional techniques. Neuro-Sell gives...
| Autor principal: | |
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| Formato: | Libro electrónico |
| Idioma: | Inglés |
| Publicado: |
London :
Kogan Page
2013.
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| Materias: | |
| Ver en Biblioteca Universitat Ramon Llull: | https://discovery.url.edu/permalink/34CSUC_URL/1im36ta/alma991009799122506719 |
Tabla de Contenidos:
- Praise for Neuro-Sell; Contents; About the author; Foreword; Acknowledgements; Introduction; 1 The harsh reality facing sales professionals; 2 The background to neuroscience and how it applies to selling; 3 A guided tour of your customer's three brains; The reptilian (old) brain; The emotional (mid-)brain; The rational (new) brain; Mirror neurons; 4 The buying process and the buying brain; Go upstream!; A primitive brain in a modern world; Stay away from danger; move towards reward; Neural maps; 5 Adaptive selling; Adapting to the nature of the selling situation
- 6 The PRISM model of human behaviour and adaptive sellingBrain chemicals; The four quadrants; The four customer colours; 7 How to read your customer and how to adapt your style; Observe; Classify; Adapt; 8 The 'Neuro-Sell' brain-friendly selling process - the first phase; Stage 1: consider; 9 The 'Neuro-Sell' brain-friendly selling process - the second phase; Stage 2: comfort part I: connect; Stage 3: comfort part II: chameleon; Stage 4: comfort part III: control; 10 The 'Neuro-Sell' brain-friendly selling process - the third phase; Stage 5: context and catalyse; Stage 6: check
- 11 The 'Neuro-Sell' brain-friendly selling process - the fourth phaseStage 7: convince; 12 The 'Neuro-Sell' brain-friendly selling process - the fifth phase; Stage 8: confirm and conclude; 13 Some more brain-friendly selling tips; Being memorable; Keeping it simple; Making changes; Using metaphors; Going multi-sensory; Spatial association; Giving the customer's brain something to complete; 14 Body language and the truthful brain; Observing the customer; 15 Neuro-negotiating; Why (most) salespeople aren't good at negotiating; Two distinct skill sets
- The importance of feeling comfortable feeling uncomfortableThe five stages of negotiation; The importance of planning and preparation; The four different negotiators; Different negotiation styles; The power/comfort balance; Comfort builders; Power builders; Is the customer lying?; 16 Conclusion; References; Further reading; Index
